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NAVIGATING THE STORM
How Supply Chain Management Can Transform Hospital Equipment Costs
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission.
1
Agenda
1. The “Storm”
2. How TCO Approach Will “Transform” Costs
3. 3 Strategies for Success
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 2
Navigating Stormy Seas Requires Great Sailors
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 3
Costs Revenue
Medical Equipment - Even Stormier Seas
1. Convergence:
medical equipment & IT
2. Complexity:
equipment, buying equipment
3. Expertise:
required for success
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 4
GOOD INFORMATION
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 5
3 STRATEGIES FOR SUCCESS
1- Learn a new language 2- Plan for contingencies 3- Communicate results
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 6
1- LEARN A NEW LANGUAGE
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 7
Learn to Speak “Revenue-ese”
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 8
$1MM of
Savings
$50MM of
Compensated
Care
Speak “CFO” – benefits vs. features
“Patient revenue equivalent”:
• 50 Heart Transplants
• 1,700 baby deliveries
• 2,500 vasectomies
• 2,000,000 flu shots
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 9
Tuko juu ya bajeti
EXAMPLE:
Patient Monitor
Fleet Replacement
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 10
$491K / 100%
RESALE vs
TRADE-IN
disposition
2- PLAN FOR CONTINGENCIES
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 11
Plan for Contingencies
•Uncertain future = uncertain resources
•Supply chain knows how to “do more with less”
•Flexibility and resilience are critical
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 12
The Best Laid Plans Don’t Always Stick…
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 13
EXAMPLE:
Mammography
Service Contract
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 14
$423K / 100%
BETTER
PRICING
service
3- COMMUNICATE RESULTS
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 15
Communicate Results
•Communicating benefits is key
•TCO costs are hard to “see”
•Silence can be deafening!
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 16
EXAMPLE:
Linear Accelerator
Service Contract
Renewal
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 17
$913K / 34%
SAVINGSpurchase
Set Your Course for Success
1. Learn a new language
2. Plan for contingencies
3. Communicate results
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 18
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 19
And You WILL Reach Dry Land!
THANK YOU
Peter Robson | CEO | O: (763) 225-8407| C: (612) 859-2332
probson@migasolutions.com
©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 20

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Navigating the Storm: How Supply Chain Management Can Transform Capital Equipment Costs

  • 1. NAVIGATING THE STORM How Supply Chain Management Can Transform Hospital Equipment Costs ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 1
  • 2. Agenda 1. The “Storm” 2. How TCO Approach Will “Transform” Costs 3. 3 Strategies for Success ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 2
  • 3. Navigating Stormy Seas Requires Great Sailors ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 3 Costs Revenue
  • 4. Medical Equipment - Even Stormier Seas 1. Convergence: medical equipment & IT 2. Complexity: equipment, buying equipment 3. Expertise: required for success ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 4
  • 5. GOOD INFORMATION ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 5
  • 6. 3 STRATEGIES FOR SUCCESS 1- Learn a new language 2- Plan for contingencies 3- Communicate results ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 6
  • 7. 1- LEARN A NEW LANGUAGE ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 7
  • 8. Learn to Speak “Revenue-ese” ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 8 $1MM of Savings $50MM of Compensated Care Speak “CFO” – benefits vs. features “Patient revenue equivalent”: • 50 Heart Transplants • 1,700 baby deliveries • 2,500 vasectomies • 2,000,000 flu shots
  • 9. ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 9 Tuko juu ya bajeti
  • 10. EXAMPLE: Patient Monitor Fleet Replacement ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 10 $491K / 100% RESALE vs TRADE-IN disposition
  • 11. 2- PLAN FOR CONTINGENCIES ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 11
  • 12. Plan for Contingencies •Uncertain future = uncertain resources •Supply chain knows how to “do more with less” •Flexibility and resilience are critical ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 12
  • 13. The Best Laid Plans Don’t Always Stick… ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 13
  • 14. EXAMPLE: Mammography Service Contract ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 14 $423K / 100% BETTER PRICING service
  • 15. 3- COMMUNICATE RESULTS ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 15
  • 16. Communicate Results •Communicating benefits is key •TCO costs are hard to “see” •Silence can be deafening! ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 16
  • 17. EXAMPLE: Linear Accelerator Service Contract Renewal ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 17 $913K / 34% SAVINGSpurchase
  • 18. Set Your Course for Success 1. Learn a new language 2. Plan for contingencies 3. Communicate results ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 18
  • 19. ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 19 And You WILL Reach Dry Land!
  • 20. THANK YOU Peter Robson | CEO | O: (763) 225-8407| C: (612) 859-2332 probson@migasolutions.com ©2017 Miga Solutions, Inc. All Rights Reserved. May not be copied or circulated without prior permission. 20

Editor's Notes

  1. 2% margin ROI vs. amps Capital vs. clinical
  2. “Get rid of” vs. recovery value
  3. Hologic glassware, 25% booked into time and materials, 2 detectors, $320K return
  4. MISSION: Help hospitals maximize the ROI of medical equipment lifecycle spending Benchmarking information to lower equipment lifecycle costs 12-16% every year Services to find, buy and save on equipment and service/maintenance Pioneer of Benchmarking 2.0 strategy 10+ years of experience helping leading US hospitals find savings Share our customer’s commitment to supporting healthcare missions via Miga Foundation